The business of flipping homes short term real estate investing for long term wealth

Praise for The Business of Flipping Homes
“A must-read for anyone who wants to learn how to generate serious wealth in the new economy.”
—Dr. Albert Lowry, PhD, New York Times bestselling author
“People who tune in to my radio show, or read my books and blog, often ask me how they can create
multiple streams of income, one of my five secrets to a happy and successful retirement. Done right,
investing in buying and selling real estate can be a tremendously effective way to add an additional
source of income to your portfolio. In The Business of Flipping Homes, William Bronchick and
Robert Dahlstrom provide you with all you need to know to move properties quickly, legally, and
ethically. If you’re looking for a way to diversify through real estate, I’m a fan of their work, and this
book.”
—Wes Moss, host of Money Matters and author of You Can Retire Sooner Than You Think:
The 5 Money Secrets of the Happiest Retirees


THE BUSINESS OF FLIPPING HOMES
Short-Term Real Estate Investing for Long-Term Wealth

WILLIAM BRONCHICK AND ROBERT DAHLSTROM


Copyright © 2017 by William Bronchick and Robert Dahlstrom
All rights reserved. No part of this book may be used or reproduced in any manner whatsoever without written permission except in the
case of brief quotations embodied in critical articles or reviews.

BenBella Books, Inc.
10440 N. Central Expressway, Suite 800
Dallas, TX 75231
www.benbellabooks.com
Send feedback to
First E-Book Edition: February 2017

978-1-942952-77-0 (print)
978-1-942952-78-7 (e-book)
Library of Congress Cataloging-in-Publication Data is available upon request.
LCCN: 2016037696 (print)
LCCN: 2016051587 (electronic)
Editing by Brian Nicol
Copyediting by Miki Alexandra Caputo
Proofreading by Sarah Vostok and Brittney Martinez
Indexing by Jigsaw Information
Text design by Aaron Edmiston
Text composition by PerfecType
Front cover design by Ty Nowicki
Full cover design by Sarah Dombrowsky
Printed by Lake Book Manufacturing
Distributed by Perseus Distribution
www.perseusdistribution.com
To place orders through Perseus Distribution:
Tel: (800) 343-4499
Fax: (800) 351-5073
E-mail:
Special discounts for bulk sales (minimum of 25 copies) are available. Please contact Aida Herrera at



This book is dedicated to the motivated individuals who want to use real-estate investing as a
means to take back their financial future.


CONTENTS

Introduction

PART I: GETTING IT GOING
Chapter 1.
Chapter 2.
Chapter 3.
Chapter 4.
Chapter 5.
Chapter 6.

Flipping Explained
The Basics of Real-Estate Transactions
Finding Deals
Using Social Media
Analyzing Deals
Funding Deals

PART II: KNOWING THE DETAILS
Chapter 7.
Chapter 8.
Chapter 9.
Chapter 10.

Contracts and Agreements
Foreclosures
Wholesaling
Contract through Closing

PART III: GETTING TO WORK
Chapter 11.

Chapter 12.
Chapter 13.
Chapter 14.
Chapter 15.

The Rehab: Planning It
The Rehab: Doing It
The Rehab: Managing It
The Rehab: Staging It
The Rehab: Selling It

PART IV: MINDING YOUR BUSINESS
Chapter 16. Success in a Changing Market
Chapter 17. Liability Issues


Chapter 18. Tax Issues Involved in Flipping Properties
Chapter 19. The Business Side of Flipping
Appendix
Index
Acknowledgments
About the Authors


INTRODUCTION

here’s more to flipping than redoing a kitchen or staging a property. The two of us, William
Bronchick and Robert Dahlstrom, have more than forty years’ combined experience buying
and selling investment properties. Credited with introducing the term flipping into the common
vernacular, our best-selling Flipping Properties (2001 and 2007) sold a quarter of a million units

and started a revolution. Syndicated real-estate columnist Robert Bruss said this about the book:
“Cannot be recommended too highly . . . on my scale of one to 10 this book rates an off-the-chart
12!”1 We have worked with more than a thousand clients and have helped tens of thousands learn the
art and science of real-estate investing. We have taken these experiences and written the new
definitive book on flipping—the one you are reading right now.
The Business of Flipping Homes shows readers how to flip properties quickly, legally, and
ethically. It goes beyond other attempts to write about flipping houses by not only covering the basics
but also the many ways to deal with inevitable challenges. Every deal is different, yet each investor
must have a clear business strategy. We have outlined a systematic approach and shared our specific
knowledge on how to purchase properties and then sell them for a profit. We delve into the business
side—either as a career or simply as a part-time venture—of this particular type of real-estate
investment and cut through the murky waters of confusing information to give you an A to Z guide to
flipping.
Real estate has arguably created more millionaires in the US than any other profession. In a 2014
Bloomberg article, a survey conducted by Morgan Stanley reported that “about 77 percent of
investors with at least $1 million in assets own real estate.”2 One of the few certainties in real estate
is that the market will fluctuate. As seasoned investors, we have learned to be successful in all types
of markets, up or down, hot or cold.
The principles we present apply to every market and every city, regardless of current economic
trends, giving you practical wisdom to limit risks and make sound investment choices. We realize
there is renewed interested in flipping, fueled by how-to television shows, highly promoted seminars,
and individuals’ desires to find new career paths and strike out on their own.
In these pages, we show both new and seasoned investors alike the step-by-step approach to
successfully flipping houses. We fill in many gaps other books do not address and flatten the learning
curve in a business that can appear deceptively simple. The book begins by explaining what flipping
is—and what it is not. We demonstrate how to find, renovate, and sell properties using tested
methods from our own personal experiences. Some of the covered subjects include time lines,
working with real-estate brokers, understanding the paperwork, analyzing the numbers, utilizing
technology, and finding the money to acquire properties. This book explains how to avoid many of the
pitfalls and potential issues that not only add cost but could come back to haunt you later. Lastly, we

address long-term planning, including how to find and work with partners, structure a business, and
harness your talents, resources, and aspirations in realistic ways. Enjoy the book and find out if
flipping is the business for you.

T


1. Robert J. Bruss, “Book Has Tips on Flipping Property,” Naples Daily News (Tribune Media Services), October 14, 2001.
2. Margaret Collins and David M. Levitt, “Millionaires See Real Estate as Top Investment for 2014,” Bloomberg, February 6, 2014,
/>

PART I

Getting It Going


CHAPTER 1

Flipping Explained

eal estate, like any other commodity, is bought and sold every day. Real-estate brokers (we’ll
use the terms agents and brokers interchangeably throughout this book) help facilitate a sale
by finding and putting together willing buyers and sellers. They then earn some portion of a
commission between 3 and 6 percent of the sales price for making the deal happen. Selling real estate
is a lucrative field for many agents and brokers. Still, there are better ways for a real-estate
entrepreneur to make a living.
Most small-time real-estate investors purchase single-family homes or condos for rental. And of
course there are also developers and people who specialize in commercial projects and long-term
ventures. Someone who owns only one rental property, someone who is part of a real-estate
investment trust (REIT), and someone who owns many large buildings are all classified as investors

—the spectrum is broad.
A flipper is yet another type of investor. Investors who flip houses buy real estate with the
intention of immediately reselling for profit. It’s that simple. Unlike investing in the stock market,
investing in real estate short-term places much control in the investor’s hands. A flipper is not just
speculating about future trends in the housing market but is also buying at a discount (i.e., instant
equity) and adding value by preparing the property for a retail sale (i.e., additional profit potential).
If a deal is marginal (with not much profit in it) and the investor adds no value to the property, the
flipper’s profit is commensurate to that of a real-estate broker—a single-digit percentage. Unlike an
agent, however, the flipper may have only a few hours of time tied up in the deal. Furthermore, the
flipper’s upside profit potential is much higher than an agent’s commission because an occasional
bargain purchase can bring a tremendous return. The flipper does not need a license to practice,
although there are legal guidelines to follow. The flipper benefits from low overhead and flexible
work hours and doesn’t have to drive a Mercedes to be taken seriously (although a successful flipper
can certainly afford one!).
Successful flippers work to become experts and implement a solid business plan. They can
leverage existing knowledge and work experience as they begin flipping—either as a part-time
business or full-time venture. Many Americans will buy and sell at least one home in their lifetimes,
and most understand the basic principles of buying and selling homes (with help from reality
television shows and books such as our best-selling Flipping Properties). In order to be successful,
the flipper must be creative in finding, purchasing, and selling properties. Not only that, being flexible
in approaching deals will lead to wholesalers and other investors who are worth working with.

R

DIFFERENT TYPES OF FLIPPERS


There are two primary types of flippers:
• The wholesaler
• The retailer

Both are looking for essentially the same thing—a distressed property with upside potential—
although their back-end resale strategies are different.

FLIP TIP
What is a distressed property? It’s one that creates emotional or financial distress for its
owner. Sometimes the owner lives in the home, but often he or she resides out of state and
may be an institutional seller or trustee. Distress may be caused by financial problems,
difficult tenants, or the fact that the property is in need of repair. Whatever the cause, the
owner is motivated to sell the property quickly at a discounted price.

The Wholesaler
Wholesaler is the commonly used name for what we used to call a dealer. Wholesalers locate and
secure deals for other investors. They find a bargain property and sign a binding purchase contract
with the owner. Then they close on the property and sell it outright, or just sell their contract to
another investor. Wholesalers typically put up earnest money to secure the deal, so they do assume
some risk.
Wholesalers often resell the property in its “as is” condition to another investor, who will then fix
up the property and rent or resell it to an owner-occupant. Wholesalers can sometimes increase their
profits by cleaning up their properties themselves. In fact, a simple cleanup job may increase the
wholesaler’s profit by several thousand dollars. While investors should be able to see past the mess,
a spruced-up property is psychologically more appealing to any buyer, even an experienced one. The
wholesaler does not need to perform significant repairs or upgrades but simply cleans up the
appearance of the property by removing garbage, cleaning to broom-clean condition, and cutting the
lawn. This type of labor can be hired out for a few hundred dollars. There are companies that
specialize in eviction cleanups and junk removal. Over time, the process will become as simple as a
phone call.
Wholesalers can flip as many deals as they can find. On a full-time basis, a wholesaler can make
well over $10,000 a month without ever fixing a property or dealing with a tenant. Some wholesalers
have impressive operations with full-time staffs and specialized techniques for consistently finding
and reselling many deals a month. These investors send out e-mails to their database of potential

buyers when they secure a deal and typically sell their deal within a matter of days or even hours.


Even on a part-time basis, a wholesaler could easily make an extra $5,000 a month flipping a
property or two. (We’ll cover wholesaling in much more detail in chapter 9.)

The Retailer
Retailers usually buy a property from a wholesaler or with the assistance of a real-estate broker or
“bird dog.” Over time, many retailers cut out the middle man, but others continue to pay finder’s fees
and focus on the rehab and sales processes. The retailer’s goal is to fix up the property and sell it for
full retail price to an owner-occupant (i.e., a retail sale). Compared to other flippers, the retailer puts
up the most money, takes the most risk, and stands to make the largest profit on each deal. Yet it may
take the retailer months to realize a profit.
Before someone can become a successful retailer, that person must have a working knowledge of
how to renovate a house, particularly the costs involved in doing so. A good wholesaler should also
have a rough idea of the cost of repairs in order to buy properties at the right price and resell them to
the retailer. Put simply, overpaying for a property is the biggest mistake a wholesaler or retailer can
make.
It may make sense for the new investor to work with a more experienced partner. This
arrangement allows the new investor to share the workload and the risk. Equally important, a
knowledgeable partner can help determine the property’s existing and after-repaired value (ARV)
more accurately than a beginning investor. Using an experienced contractor will help new investors
avoid underestimating the costs of improvements and getting in over their heads. Veteran investors
should know what to fix and what not to fix (based on the expected return) and be knowledgeable
about the market and the neighborhood. They should also have the resources to get the work done
quickly and at a fair price.
Retailers are limited by their financial resources and the number of properties they can rehab at
once. Each deal is unique and should be evaluated separately. In fact, it can be sound business
strategy to sometimes approach a deal as a wholesaler (in and out quickly) and other times as a
retailer (invest time and money for a bigger payoff later). As you get into the flipping business, you

will more confidently know when to wear which hat.

EXIT STRATEGY
Every investor should have a means to sell properties quickly. Don’t enter into a real-estate
transaction without knowing your exit strategy. Consider these questions:
• Are you going to flip the property to another investor, or are you going to fix it up and sell it
retail?
• How much money or labor are you going to put into the property?
• How long do you expect to hold it? How long do you think it will take to sell?
• Can you carry the property for additional months? Can you afford to hold it as a rental
property?


These questions must be considered before you make an offer to purchase a property.
When you’re still getting started, you can sell your first few deals to investors to generate working
capital. Assuming a good purchase price, expect to make between $2,000 and $3,000 on your first
few wholesales. Once you have located a potential deal and secured it with a purchase contract, you
can sell your deal to another investor for a quick profit.
The existing value of any property you purchase or wholesale is important, and the ARV is the
most critical valuation you will need to make.
Let’s say you find a property worth about $200,000 in its current condition. It requires $25,000 to
renovate the property. In its best condition, the property is worth $250,000. You negotiate a purchase
price of $160,000 and sign a purchase contract with the owner. You find another investor who is
willing to pay $165,000 for the property and do the necessary repairs. Thus, you can sell your deal to
another investor and walk away with a $5,000 profit using no money of your own. The other investor
will make a nice profit as well. Assuming renovation costs $25,000 and sales and incidental cost
about $25,000, the other investor’s profit would be roughly $60,000. Keep in mind that this $60,000
is gross profit, not net profit.

FLIP TIP

Join an investment group. A real-estate investors’ club in your area is an excellent place to
meet retailers, wholesalers, and other related contacts. A complete list of local groups can be
found at CREOnline.com. If there are no clubs in your area, consider forming one yourself.
You can find other local investors by networking with lenders, stopping by projects in nearby
neighborhoods, and by checking the local multiple-listing service. Potential flip properties
stand out if they are vacant, newly renovated, and, if done correctly, staged. In addition, ask
some of the local real-estate agents and landlords or apartment associations for names of
investors in your community. Lastly, keep an eye out for special events sponsored by
“flipping gurus.” These events are excellent places to meet new investors. Make sure to
thoroughly investigate the sponsors before you sign on; everyone has an agenda, of course.

In this example, this property was purchased significantly below market value. This discount may
vary widely, depending on the property, the neighborhood, the trends in your local real-estate market,
and how many repairs the property needs. Based on the ARV of $275,000, your purchase price plus
repairs ($190,000) is about 70 percent of ARV. (We will discuss a precise approach to making offers
later in chapter 7.)
Keep in mind that the retailer stands to make more money than a wholesaler on most deals. But
there should be enough room for everyone to profit.

FINDING BUYERS FOR YOUR WHOLESALE DEAL


If you have a property under contract, finding a retailer should be relatively easy. There are many
ways to find that buyer/retailer. You can advertise on Craigslist.org and on real estate–specific
websites such as Zillow.com or Redfin.com. Try a few different ads (see sample ads on page 234 in
the appendix). Many websites will advertise your property for little or no cost. Log the responses you
receive in order to track the effectiveness of the ads. More importantly, keep information about the
people who call and the types of properties they like. These contacts will bolster your future buyers
list. Don’t spend too much time with inexperienced investors; they probably don’t have the means to
buy properties from you.

Qualify the callers by asking the following questions:
•
•
•
•
•

Do you have your own cash to close, or will you borrow it?
How many houses do you buy each year? In what areas?
What type of discount do you usually look for on properties?
How big a renovation can you handle?
If I find a bargain, how quickly can you close?

SELLING PROPERTIES RETAIL
Most flippers eventually take on renovation projects and sell homes to owner-occupants. As we’ve
pointed out, there is a large profit potential in taking a deal from start to finish. Assuming you’ve
purchased a good property, completed the necessary repairs and updates, and priced it fairly, you
should expect a quick sale. Yet not every property can be resold or flipped quickly. You may get
stuck with a property for a few months, but this rarely happens if you do your homework. If you
cannot get your property under contract to sell within thirty days, you probably made a mistake—
either you paid too much, underestimated repairs, or picked the wrong neighborhood.
Because most properties are sold through the multiple-listing service and the largest pool of
qualified buyers work through real-estate brokers, the odds of finding a qualified buyer quickly are
greatest when the property is listed on the MLS. Yes, consumers have access to much of the same
information as brokers, but for the foreseeable future brokers will continue to be the best way to go.
As your advocate when negotiating offers, your broker will make sure the contracts are in order
and are executed according to plan. Brokers allow you to focus your efforts on finding more deals
rather than waiting for buyers to show up at your property. We’ll talk more about using brokers
throughout these pages.

GETTING RID OF DIFFICULT PROPERTIES
Sometimes you may sign up a marginal deal and have a difficult time reselling it. Even though selling
retail for quick cash was your initial goal, you can find other ways to make a profit. For example, if
you have a property that needs a lot of work, you could partner with another investor. You can offer
the property as your share of the partnership, while the second investor takes on the carrying cost, the
materials, and the work. When you sell the property, you split the proceeds. It’s possible you may
have to take less than half the net profit to make the deal work. (In the chapters ahead, you’ll learn


lots of creative ways to move properties.)

MINIMIZE YOUR LOSS
Even seasoned pros occasionally purchase a “bad” house they are unable to sell for a reasonable
profit. The problem may be a combination of paying too much, bad market timing, unforeseen repairs,
or plain bad luck. In such cases, contingency plans include selling cheap and moving on to the next
deal, providing owner-carry terms to the retail buyer, or holding on to the property as a rental.
Remember that when you make an offer for a property you plan to wholesale, you have to include
enough room in the deal for your retail buyer to make a profit. You cannot sell a deal to another
investor and make a profit if that investor cannot profit as well. If you seek too much profit and hold
on to a property too long, you can lose out in the long run. When you are flipping properties, the goal
is to move them fast—don’t get greedy! You will learn how to make money in all types of markets. If
you do your homework and go into every deal prepared, you will come out ahead.

WRAPPING IT UP
• A flipper buys property with the intent of a quick resale.
• There are two primary types of flippers: wholesalers and retailers.
• You may act as a wholesaler on some transactions and a retailer on others.


CHAPTER 2

The Basics of Real-Estate Transactions

hether you are a novice or an experienced investor, you must have a working knowledge
of the legal aspects of real-estate transactions. Yes, reading legal topics can be like
watching paint dry, but it’s critical that you understand the paperwork involved in realestate deals. Your risk of making an expensive mistake or missing an opportunity increases
tremendously when you lack knowledge of the basics. In this chapter we are going to discuss the nuts
and bolts of the legal documents and processes that are essential to you, the flipper.

W

THE DEED
A deed is a written instrument used to convey ownership to property. Unlike a car title, deeds are
created by the parties to the transaction, not issued by the county. The original deed is generally kept
by the owner of the property but has very little significance once it has been recorded with the county.
The original paper deed is not relevant for a future transfer of the property, since a new deed is
created at that time.
Deeds differ by the type of guarantee or warranty they give. There are four different types of
deeds: general warranty, special warranty, bargain and sale, and quitclaim.

General Warranty
The general warranty deed, also referred to simply as a warranty deed, is the most complete
guarantee of title. The warranty deed promises that the grantor (seller) has full and complete title and
forever warrants against any claims against the title. If anyone makes a claim to the property, no
matter how old the claim is, the grantor of a warranty deed must fix the problem. If you are receiving
a deed, you must insist on getting a general warranty deed. There are exceptions to this rule, but a
general warranty deed is the best deed for the buyer. If a title company is insuring the transaction, it
will probably insist on the seller executing a warranty deed. (Almost exclusively in California, the
grant deed is used in lieu of a general warranty deed.)

FLIP TIP


What kinds of title claims are typical? Rarely does a person pop up and claim ownership
over property because of a fraudulent deed in the past chain of title. Typically, the claim is a
lien (such as a mortgage) that wasn’t released in a previous transaction, or it may be an
unrecorded easement (a right to go onto or through the property) across the property.

Special Warranty
The special warranty deed, on the other hand, warrants only that the grantor has acquired title and did
nothing to impair it while he or she held title. Public officials, such as a sheriff, use a special
warranty deed after a foreclosure sale, since they have no knowledge of what has transpired before
their brief ownership of the property. As a seller, you would prefer to give a special warranty deed
over a general warranty if the buyer will accept it.

Bargain and Sale
The bargain and sale deed has no express warranties but usually contains a statement of consideration
(money or other value) paid and an implication that the grantor has some title or ownership in the
property. A bargain and sale deed can have “covenants” (promises), which make it roughly the
equivalent of a general warranty deed. This deed is commonly used with some variations in
northeastern states such as New York and New Jersey in lieu of a general warranty deed.

Quitclaim
A quitclaim deed (not “quick-claim”) contains no promises or warranties. The grantor simply gives
up whatever claim he or she may or may not have. A quitclaim deed is commonly used to transfer an
interest between spouses or to clear up a title defect. If the seller has good title, he or she can transfer
the property with a quitclaim deed the same as with a warranty deed. However, the grantor makes no
guarantee that title is good. As a buyer, of course, you would be accepting risk in taking a quitclaim
deed without a warranty of title. (A state-by-state list of commonly used deeds can be found on page
235 in the appendix.)

FLIP TIP
Title insurance? Many people wonder what the purpose of title insurance is in a real-estate
transaction. Well, if you were the buyer paying $500,000 for a property, would you take the
warranty of title from the seller simply on faith and a handshake? Of course not. So you buy
an insurance policy from a title company to insure against any claims that could arise. In most
states, the buyer pays for the policy, and the insured under the policy is the buyer.


ELEMENTS OF THE DEED
A deed must contain certain elements to be considered a legal and valid transfer. When you execute a
deed or pay someone else for a deed to real estate, make sure that the following elements are present.
Generally speaking, any instrument affecting an interest in real estate must be in writing to be
enforceable. It does not necessarily need to be typed, but it may not be accepted for public recording
if it is not legible.
The deed must state the giver of the deed (grantor) and the receiver of the deed (grantee).
The grantor’s name must be spelled exactly as it appears on the deed that gave him title, even if that
spelling is incorrect. In community-property states (i.e., Arizona, California, Idaho, Louisiana,
Nevada, New Mexico, Texas, Washington, and Wisconsin), the law presumes that both spouses own
all marital assets, regardless of how they are titled. Thus, you also need a separate quitclaim deed
from the grantor’s spouse, even if that person’s name does not appear on the title. Note that in some
non-community-property states, there are legal rights called “dower” and “courtesy,” which also
require a spouse’s approval.
The grantee who takes title individually is described as being “in severalty.” That sounds like it
may be referring to several people, but it actually means “severed from all others.” A limited liability
company (LLC) or corporation will also take title in severalty, and it is common practice to mention
what state the LLC or corporation was formed in (to assist future title searchers).
The actual words that describe the grantee on a deed determine exactly how title will be held. For
example, if you say “A & B,” then it is presumed that A and B share fifty-fifty ownership as tenants in
common. A and B are not tenants in the sense that they are leasing the property, but the language

“tenants in common” means they are co-owners, without a right of survivorship. This means if A dies,
his share of the property will vest in his estate and his heirs, not in B.
If you say “A & B, as joint tenants,” then each has a right of survivorship. Thus, if A dies, B gets
A’s share automatically (even if A’s will directs otherwise). If you take title as “A & B, married
couple,” in most states this will create a joint tenancy. In some states, husband and wife can take title
as “tenants by the entirety,” which gives special protection from creditors who may have a judgment
against A or B.
The deed must state that the grantor received consideration even though no actual money changed
hands. You can insert the purchase price (required in some jurisdictions) or simply the words: “The
grantor has received ten dollars in hand and other good and valuable consideration, the sufficiency of
which is hereby acknowledged.”
The legal description of the property must appear exactly as it does in the previous deed. It will
usually read something like: “Lot 25, Block 21, Harris Subdivision, County of Barrington, State of
Illinois.” This designation comes from a plat map that was previously filed in the county records. If
the description is more complicated than a simple lot and block or government survey description,
simply photocopy the description from the previous deed and insert it into the new deed (or refer to it
in an attached exhibit to the deed).
The words of conveyance spell out what type of deed is given. The conveyance usually reads
something like, “The grantor hereby grants, conveys, and warrants” (warranty deed), or, “The grantor


hereby remises, releases, and quitclaims” (quitclaim deed).
The signature of the grantor must be written exactly as his or her name appears on the previous
transaction as grantee. If the grantor is not available for signature, an authorized agent or attorney-infact can sign on the grantor’s behalf. This process is accomplished by a power of attorney that
authorizes an agent to act for the grantor to sign a deed. The power of attorney should include a legal
description of the property and should be recorded in county records with the deed that is signed by
the agent. The agent does not sign the grantor’s name, but rather signs his or her own name as
“attorney-in-fact” for the grantor.
The deed should be acknowledged before a notary public. An acknowledgment is a declaration
that the person signing is who he or she claims and is signing voluntarily. The notary signs the deed,

affirming that the grantor appeared before him or her and either knows the person or was provided
with sufficient proof of identity. Although acknowledgment is not required to make a deed valid, it is
usually required for recording. The proper form of acknowledgment differs from state to state, so
make certain your deed complies with your state’s law.
Title does not pass until a deed is delivered to the grantee. Thus, a deed signed but held “in
escrow” does not convey title until the escrow agent delivers the deed. Many people are under the
mistaken impression that title passes when a deed is recorded. While recording a deed is common
practice, it is not required to convey title to real estate.

FLIP TIP
Have a notary on call. Sometimes you will buy a property with a seller signing a deed over
a kitchen table. Because the signature of the seller must be notarized, you need to have a
notary on call. Virtually every city has a notary with a cell phone who will show up on thirty
minutes’ notice. See 123notary.com.

Once in a while, a seller may place a deed restriction that prevents the buyer from reselling
within a certain time period. This restriction is a covenant in the deed, which cannot be circumvented
because no title company will insure it. You may find this in new subdivisions, particularly in
condominium complexes where the developer is trying to prohibit flippers. Also, Fannie Mae and
Freddie Mac (two quasi-governmental agencies that own or insure about 50 percent of all mortgages)
often place resale deed restrictions on properties they sell as owner of the foreclosed property. These
deed restrictions usually prevent you from reselling a property within ninety days for more than 25
percent markup. If you are going to fix and flip the property to a retail buyer, it may take as long as
ninety days anyway from acquisition to resale, so at most it will hold you up a few weeks. If you are
going to wholesale the property to another investor, then you won’t likely mark up the price anywhere
near 25 percent and so won’t have to worry about the restriction.


RECORDING DOCUMENTS
The recording system gives constructive notice to the public of the transfer of an interest in property.

Recording simply involves bringing the original document to the local county courthouse or county
clerk’s office. In many counties, there are now online filing options as well (if not, and you record a
lot of documents in your business, try Simplifile.com). The original document is scanned into the
computer and then returned to the new owner. In addition, the county tax assessor usually requires
filing a “transfer declaration” or similar document that contains basic information about the sale.
There is a filing fee for recording the deed, which runs around $10–$15 per page. In addition, the
county, city, and state may assess a transfer tax based on either the value of the property or the selling
price.
What happens if John gives a mortgage to ABC Mortgage Company in order to buy a home but the
mortgage is not filed for six months, and John then borrows from another lender who records its
mortgage first? Most states follow a “race-notice” rule, which means that the first person to record
the document wins, as long as he or she

1.
2.
3.

received title in good faith;
paid value; and
had no notice of a prior transfer.

For example, let’s say John buys that home by borrowing $175,000 from ABC. He signs a
promissory note and a mortgage pledging his home as collateral. ABC messes up the paperwork and
the mortgage does not get recorded for six months. In the interim, John borrows $25,000 from XYZ
Mortgage Company, for which he gives a mortgage on the same home as collateral. XYZ Mortgage
Company records its mortgage, unaware of John’s unrecorded first mortgage to ABC Mortgage
Company. As a result, XYZ Mortgage Company will have a first mortgage lien on the property.

NOTES AND MORTGAGES
Most people think of going to a bank to get a mortgage. Actually, people go to the bank to get a loan.

Once they are approved for the loan, they sign a promissory note to the lender, which is their promise
to pay. They also give (not get) a mortgage as security for repayment of the note. A mortgage is a
security agreement under which the borrower pledges the property as collateral for payment. The
mortgage document is recorded in the property records, creating a lien on the property in favor of the
lender.
If the underlying obligation (promissory note) is paid off, the lender must release the collateral
(mortgage), which removes the mortgage lien. A release is accomplished by signing a release of
mortgage, which is recorded in the county’s property records.
About half of the states use a document called a deed of trust rather than a mortgage. A deed of
trust is a document in which the grantor (borrower) gives a deed to a neutral third party (trustee) to
hold for the beneficiary (lender). A deed of trust is worded almost the same as a mortgage. Thus, the


deed of trust and the mortgage are essentially the same, other than in the foreclosure process.
Foreclosure is a legal proceeding by which a lender attempts to force the sale of a property to recoup
the money that the lender has lent to the homeowner.

PRIORITY OF LIENS
Liens, like deeds, are “first in time, first in line.” If a property is owned free and clear, a mortgage
recorded will be a first mortgage. A mortgage recorded later in time will be a second mortgage
(sometimes called a junior mortgage). Likewise, any judgments or other liens recorded later are also
junior liens. Holding a first mortgage is a desirable position because a foreclosure on a mortgage can
wipe out all liens that are recorded after it (called junior lien holders). We will discuss foreclosures
in detail in chapter 8.

THE BASIC LOAN TRANSACTION
At the closing of a typical real-estate sale, the seller conveys a deed to the buyer. Buyers usually
obtain loans from conventional lenders for most of the cash needed for the purchase price. As
discussed earlier, the lender gives the buyer cash to pay the seller, and the buyer gives the lender a
promissory note. The buyer also gives the lender a security instrument (mortgage or deed of trust)

under which the buyer pledges the property as collateral. When the transaction is complete, the buyer
has the title recorded in his or her name, and the lender has a lien recorded against the property.

WRAPPING IT UP
• Learn the nuts and bolts of real-estate transactions, such as deeds, mortgages, and recording.
• The priority of liens is important, particularly in foreclosure transactions.
• Ownership of property is complete when the deed is delivered, not when it is recorded.


CHAPTER 3

Finding Deals

n chapter 1 we mentioned the importance of buying distressed properties, which in reality means
finding distressed owners. Finding these owners—motivated sellers is a better way to put it—is
an art that takes years to master. It requires a planned approach. In order to be successful,
investors will need to use multiple marketing strategies outlined in these next few chapters. Over
time, wise investors will discover which methods work best for them. In addition, they should
establish a referral network, which will allow them to find more deals with less effort.
Investors with limited time but available capital may choose to start with retailing properties.
Once they connect with a couple of good wholesalers, or possibly well-networked real-estate
brokers, they can focus on preparing properties for sale and becoming comfortable with the actual
sale process.
The most common problem new investors face is finding bargain properties. Many who start out
in real-estate investing quit without ever buying their first property. They go through the motions of
looking for deals for a few weeks or months, then decide it doesn’t work. They forget that finding
motivated sellers is similar to the salesperson finding that first customer—it takes persistence and
hard work.
You cannot put together a deal without a motivated seller who is willing to sell at a discounted
price, or at least accept unusual terms. A motivated seller has a pressing reason to sell the property

below market price.

I

FINDING MOTIVATED SELLERS
The concept is simple and bears repeating: find motivated sellers who are willing to sell their
properties at a discounted price or favorable terms. Currently, interest rates are low, and the realestate market in most parts of the country is quite healthy. The market will slow down at some point,
however. Many people are complaining that the strength of the market precludes investors from
finding deals on properties. The popular misconception is that in a rising market even the most
motivated sellers can find buyers for their properties at full market price.
The truth is, you can work the concept of flipping properties in any market. Real-estate legend A.
D. Kessler once said, “There are no problem properties, just problem ownerships.”1 The definition
of a motivated seller fits squarely within Kessler’s idea. A logical person knows that time, money,
and effort can solve virtually any real-estate problem.
Issues that motivate people to sell include the following:


•
•
•
•
•
•
•
•

Impending foreclosure and other financial problems
Divorce or death in the family
Lack of concern or inability to mentally deal with the situation
Inexperience with real-estate repairs

Time constraints
Job transfer
Landlording headaches
Relatives or friends living in the property rent free

In short, if you deal only with motivated sellers, you will be able to negotiate the right price and
terms. But don’t expect many sellers to show their hand openly. Even someone desperate to sell
realizes they can negotiate better if a buyer believes the seller has multiple options. A critical part of
the investor’s job is building rapport with the sellers and educating them about how you can help
them solve their problems.

SEARCH ONLINE ADS
The obvious place to look for deals is Internet-based classified ads on Craigslist.org, Zillow.com,
Redfin.com, or other similar websites. Because finding motivated sellers is a numbers game, be
prepared to make a lot of calls. Do not waste much time with each seller; ask basic questions to
gather information about the property and the seller’s needs (see sample telephone script on page 236
in the appendix). Most people you cold-call will not be responsive to you. Don’t take it personally;
just keep calling. Remember that each time you hear a “no,” you will be one call closer to a “yes,”
and you will be learning along the way. If you live in a less populated area, call every ad.
There are many online ads to sift through, and you will need to isolate the geographic area you
desire. Searching multiple markets at once with SearchTempest.com may be helpful with Craigslist.
You will want to look for rental and sale ads. In addition, you can look in the commercial section of
Craigslist. Whenever you speak with someone asking tough questions, or a potential deal seems
overwhelming to you, specify that you can get back with answers after you speak with your “partner.”
Getting back to a person is always better than making up an answer that may not even be true.
Sometimes you will need to reply to ads by e-mail or text. This is not the ideal method of
communication (as compared to phone or in person), but it is what many people prefer these days. It
is well worth your time to respond. Be brief, and give just enough information to intrigue the sellers.
Each round of texts or e-mails will begin to build your relationship and their trust. Be honest, and
don’t be afraid to provide useful information they will appreciate. Encourage them to call or provide

a phone number you can call. You want to learn about their situations, build rapport, and make your
case.
Make sure to call on the ads that are for sale by owner (they don’t all say “for sale by owner,” but
you will learn which ones are). You will notice that real-estate brokers place many of the ads. Most
areas require that brokers identify their licensed status within the ad. Agents often ignore that
requirement, however.
If you are not inspired to call on every ad, then, at a minimum, call on the ads with key phrases


such as “must sell,” “fix-up,” “needs work,” “handyman special,” “vacant,” and “motivated.” Some
ads will include the valuable information that the property is in foreclosure or is a short sale. We’ll
deal with these specific situations a little later. Unusually long ads listing every detail about the
property are probably from inexperienced or motivated sellers, so these ads also warrant a call.
Telephone numbers with area codes outside your market can be a dead giveaway the ad is from a
motivated seller.

REAL-ESTATE BROKERS’ ADS
Believe it or not, many of the ads placed by real-estate agents are teaser ads designed to get you
calling about a particular type of house or neighborhood in which the agent works. If the ad is for a
property in one of your target neighborhoods, then call the agent for a different reason—to let this
agent know what kinds of properties you like. Call on all the ads that advertise fixer properties in
your target areas and ask for the broker’s e-mail address. E-mail these agents a brief personal
message, alerting them that you are an investor, that you are looking for fixer properties, and that you
can close quickly if the price is right (see sample e-mail on page 238 in the appendix). Send this email to no fewer than twenty-five real-estate offices in your first month of doing business. This letter
will get the agents calling you for properties, rather than the other way around.

PROPERTIES FOR RENT
Another way to find deals is by calling the classified ads offering houses for rent. Most cities have
more properties for rent than for sale. One reason is that some people become accidental landlords
for one reason or another. They may have inherited the property from their parents, or the owner may

be a recently widowed person whose spouse had handled the property. These people rent out their
properties because they don’t know what else to do with them. To find this type of landlord, look for
rental ads that have the words “for rent or sale” or “for lease or sale.”

FLIP TIP
Find a landlord. If you come across a rental property in good shape that doesn’t have enough
equity or upside potential to wholesale to a retailer, you can still wholesale it to another
landlord for a small profit. Thus, look at every property’s potential as both a fix-and-flip and
a rental property. There are just as many landlords in your market looking for good deals as
there are retailers.

Calling rental ads can be lucrative because some landlords are simply tired of dealing with
tenant- and property-management issues and may want a way out. Don’t be afraid to pick up the phone